Fundamental Developments in the MSF-Triangle
One clear advantage of a qualitative research approach lies in its ability to account for complex developments that have occurred in the course of time and their underlying reasons. To take advantage of this method strength, we asked our interviewees to elaborate on the changes that have occurred in their company with regard to the organization of and the interactions in the MSF-triangle. Analyzing 1400 pages of interview transcripts and additional field data such as organizational charts, we were able to identify fundamental changes in management practice of the MSF-triangle.
KeywordsBusiness Unit Business Partner Sales Manager Sales Revenue Bonus Payment
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